In the next few weeks I will introduce the 7 Steps of Purposeful Sellin g . In my preparation for this series I continued to have this recurring question: Why should anyone care ? Your skepticism is respected. To give this subject context, let’s think about changes that have occurred in sales in the past few decades: People do NOT want to be sold The buyer interacts with the salesperson much later in the buying process Salespeople need to educate, and be seen as subject matter experts Curiosity and discovery are important attributes for the salesperson Listening trumps talking/pitching Business development is relationship development In spite of your title, we are all in sales now The salesperson who will excel today is different than those in the past. Think of the stereotypical phrases applied to previous generations of salespeople; “must be an extrovert,” or “motivated by money,” or “has to...

The great organizations in this new economy will be those that realize that intellectual capital is the new “most important” asset, and change their management principles accordingly. – Jay Niblick, President, Innermetrix, Inc. What if: You could determine how someone values the world around them? You understood someone’s natural talents based on how they think and make decisions? You understood what motivated them to use those talents? You understood how someone prefers to use those talents? You can! Let's schedule a workshop that will address these questions. Our intellectual economy rewards those who understand the intangible assets of their people. These assets are increasing in value. Understanding the natural talents an individual possesses effects who you hire and how you lead them. Who will benefit from this workshop? Groups of people who are evaluated based on achieving specific business objectives, such as: Executive teams Managers Teams in Sales, Customer Service...